The emerging self-propelled or “robo cars” lend new meaning to the word automobile — and may be the answer to aging drivers’ diminished capabilities to safely navigate behind the wheel, say Joseph Coughlin and Peter Diamandis.
Continue readingAssessing the Impact
The two biggest words in our industry today…Financial Assessment. The question is what fallout can we anticipate once the assessment goes into effect in March? A recent article in Reverse Mortgage Daily looks at the potential impact finding both optimistic and pessimistic predictions.
Continue readingDon’t Shy Away
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How to Overcome Objections & Close More Loans
If there is one trait in many salespeople I’ve seen repeatedly it is the tendency to shy away or avoid objections to the reverse mortgage. I’ve been there myself. Early in my career I carried the silent fear that if I bring up anything negative the prospect will reject the idea of getting a reverse mortgage. I learned the hard way that nothing could be futher from the truth.
Let’s look at why bringing up and overcoming objections is critical to closing and keeping the sale.
#1. Trust. If you do not bring up the fact that the children’s inheritance is directly effected, the disadvantage of moving early in the loan or how interest is really calculated someone else may or even worse they will find out on their own and ask “why didn’t he mention that?’. Once that happens your trustworthiness is shot and so is the sale.
#2. A true professional. There are salespeople and then there are…
Download the video transcript for this episode here.
Looking for more reverse mortgage tools, training & technology? Visit ReverseFocus.com today.
Facing the Inevitable With Grace and Wit
It’s time to talk about the subject-that-must-not-be-named. Yes, death. While 100 percent of us will make this crossing at some point, it remains the greatest conversational taboo…
Continue readingA New Type of Non-Borrowing Spouse
We had mentioned in an earlier episode that we expected to see HUD bring futher clarification to the new Non Borrowing Spouse policy. Last week however we have a new twist. The Ineligible Non-Borrowing Spouse.
Continue readingSkipping Vacation May Cost You
How often have each of us said ‘I can’t afford to take one right now’ or ‘ I cannot afford the time? When many of us are scrambling to keep up with nonstop changes to the HECM program and challenges in reaching our market a vacation may seem to be a luxury we cannot afford. But is that true?
Continue readingRetired – Or Retooled?
Today’s retirees can retire and retool, in any number of ways. If they haven’t yet done so, it’s helpful for those approaching or in retirement to take a long look at how they might use their skills and experience for others’ benefit — or to enhance their own later years.
Continue readingWhat Does 2015 Hold for Us?
“My best predictions are always for the past” one said and I couldn’t agree more. I am hesitant when it comes to predictions but here are a few we will venture to make for 2015.
Continue readingBefore the Damage is Done
We’ve all read or seen them and utter a collective ‘ugh’ or fume after the fact. Negative and misinformed stories in the press or television on reverse mortgages. Looking back and reflecting on this unfortunate and recurring ignorance by so-called experts I began to ask myself ‘what could we have done differently’?
Continue readingMarketing Psychology: Brand Aid for Brand Y-O-U
With the explosion of the Internet and, more recently, social media, being branded is no longer the purview of cattle. In fact, if you don’t clearly define your brand, you might resemble another farm animal: sheep.
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